Negotiation Skills

Overview

Learn fundamental negotiation principles and techniques through a comprehensive 10-hour course covering essential concepts like WATNA, BATNA, WAP, and ZOPA while developing practical skills for real-world applications. Master the different types and phases of negotiations, from laying proper groundwork and determining what information to share or withhold, to applying basic bargaining techniques and identifying opportunities for mutual gain. Develop strategies for reaching consensus, setting agreement terms, and handling challenging situations including personal attacks and difficult negotiation partners. Practice using negotiation processes to solve everyday problems and gain experience negotiating on behalf of others, building confidence and competence in both personal and professional negotiation scenarios.

Syllabus

Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
Lay the groundwork for negotiation
Identify what information to share and what to keep to yourself
Understand basic bargaining techniques
Apply strategies for identifying mutual gain
Understand how to reach consensus and set the terms of agreement
Deal with personal attacks and other difficult issues
Use the negotiating process to solve everyday problems
Negotiate on behalf of someone else